Looking to diversify where you sell your farm products? This four-part workshop series helps farmers explore new opportunities in direct-to-consumer, wholesale, and institutional markets. Learn how to meet buyer expectations, price for profitability, and build lasting relationships that support your business goals. Participants will strengthen marketing and communication skills, evaluate which sales channels best fit their farm, and connect with buyers, distributors, and local partners who can help expand their reach. Whether you're just starting out or ready to grow your market presence, this program will help you chart the right path for your farm's future.

Four Session Series: Saturdays from 10AM to Noon

Understanding Your Farm's Market Channels (January 10, 2026) - This session provides an overview of available sales avenues, including direct-to-consumer, wholesale, distributor, and institutional markets. Participants will review the requirements and opportunities of each channel, complete a guided worksheet to assess market fit, and hear from farmers experienced in a variety of sales models.

Selling to Schools & Wholesale Buyers (January 17, 2026) - This session introduces the key requirements of wholesale and institutional markets, with a particular focus on Farm to School and other local procurement opportunities. Participants will learn about food safety expectations, selling directly to schools and institutions, and navigating the bidding and procurement process.

Pricing for Profit: Tools & Strategies (January 24, 2026) - This session focuses on building the financial skills needed to evaluate and manage profitability across different market outlets. Participants will explore pricing strategies based on production costs and review institutional, wholesale, and direct-to-consumer pricing considerations. The session also covers recordkeeping systems and workforce-related cost considerations to support better financial planning and long-term business stability.

Marketing Strategies for Farm Sales Growth (January 31, 2026) - This session focuses on helping farmers strengthen their marketing presence and communicate the value of their products. Participants will learn strategies for crafting a clear farm story, building a positive brand identity, and using marketing tools such as websites, social media, and print materials. The session also highlights approaches for developing strong customer and buyer relationships.

Attend at one of three locations: 

Schoharie Extension Center - Cobleskill, NY

Otsego Education Center - Cooperstown, NY

Via Zoom

Pre-registration is requested! Fee: $25

Register Here

Any questions can be directed to Kelley Doolin at kmd322@cornell.edu